D.light is among the top manufacturers of solar powered lighting technology specifically designed to be used by the planet's weakest, bottom of the pyramid customers. The business has been relatively successful.
Nevertheless, sales to the very poorest customers have failed to reach penetration levels desired by management, as well as the company is currently struggling with an array of advertising techniques and strategies specifically targeting this customer section that was historically tough.
PUBLICATION DATE: August 20, 2012 PRODUCT #: IDE03-PDF-ENG
This is just an excerpt. This case is about LEADERSHIP & MANAGING PEOPLE
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